Channel Management Short Course Series

Is driving Channel Success your Mission? You have come to the right place!

Register for our 5-part series of short courses where we will introduce the concepts with an interactive Q&A period to get invaluable insights from our expert, William Vanderbilt.

All 5 Channel Management Short Courses run 30 minutes covering 20 minutes of content with 10 minutes of Q&A. Learners can pick and choose which Channel Management Sessions they would like to attend or can register for all 5 sessions. These sessions are free and are sponsored by Fast Lane | Directions.

Categorizing Partners

Traditional partner categorization based solely on sales performance may not always be the best approach. While it is important to reward high-performing partners, this approach may not benefit up-and-coming partners and can result in an unfair advantage for complacent partners.

Consider alternative approaches, including partner potential, commitment, and willingness to grow. This ensures partners receive the right support to maximize potential and grow alongside your business. Fast Lane has designed this short course to highlight some of the key competencies around this important practice.

Differentiate and Deliver Value to Partners by Focusing on Partner Priorities

While delivering excellent customer service is important, it's important to remember that for partners, it's all about investments and returns. Partner executives and owners want to know how to increase the value of their business, sellers want to know how to earn more commission faster, technical teams want to exceed customer expectations, and management wants to lower costs and increase productivity.

By understanding your partners' priorities, you can provide the necessary support and resources to help them achieve their goals. Let's work together to maximize partner success and drive business growth. Fast Lane has designed this short course to highlight some of the key competencies around this important practice.

A Partner’s View of Financial Returns

While sales performance is important, it's not the only metric that matters to partners. Partners care about solution margins, and some margins are more valuable to them than others. For example, cost savings can be more valuable than revenue, investments of time can be more costly than financial investments, and business valuation can be the most important return sought by a partner.

Let's work together to understand our partners' priorities and focus on maximizing their overall success. By doing so, we can build stronger partnerships and achieve long-term growth. Fast Lane has designed this short course to highlight some of the key competencies around this important practice.

Steps To Influence

Trying to control partner investments, behaviors, and pipelines is a surefire way to fail. Partners want to be treated as independent businesses and don't appreciate being micromanaged. Successful Channel Managers have learned the art of influence, by guiding partners through a journey of change and transformation.

By exposing, exploring, encouraging, evaluating, and expanding partner capabilities, successful Channel Managers can help partners become aware of possibilities, increase their desire to change and invest, and seek knowledge to take action. It's important to walk beside partners every step of the way, offering guidance and support as needed.

Let's focus on building strong relationships with our partners through effective influence and create long-term success for both our businesses.

Fast Lane has designed this short course to highlight some of the key competencies around this important practice.

Channel Management Best Practices

Successful channel management requires doing many things well. That's why Fast Lane has developed a framework of best practices to help you assess your current practices and focus on areas of need.

This framework is built on three key pillars:

• selecting markets,
• enlisting partners, and
• affecting company.

This includes segmenting, sizing, and studying end-customer market segments, engaging, enabling, and ensuring the earning potential of partners, and aligning and assigning resources aimed at driving toward company goals.

By using this framework, you can better understand your market, engage and enable your partners, and align your resources to drive toward your company goals. Let's work together to build a successful channel management strategy that drives growth for both our businesses.

Channel Management Courses offered by Fast Lane | Directions